hey guys welcome back to my channel in this video I'm gonna tell you exactly how to take one listing a week as a brand new real estate agent in 2023 there are 52 weeks in the year let's assume you're gonna work 50 weeks out of the 52 to make it a round number you will take 50 listings get a notepad and a pen I'm going to tell you step by step everything you need to know don't worry okay it's not going to be on the first second here but before the end of this video you will know how to and exactly what to do here you go put all and I mean all actually in my notes I wrote All in capital letters so write all in caps and circle it all of your energy and your focus on becoming a master of expired listings that's it that's the only thing you're gonna do expired listings are an incredible opportunity in 2023 they're way more expired this year than they were in 2022 2021 or even 2020.

and when you put all of your energy and focus on one thing you could truly do an amazing job instead of running around in 10 different directions so let me explain to you why fires is the most predictable and effective way for you to take 50 listings this year first of all this is free you're not spending money marketing following up or buying leads or whatever other agents might be doing what's going to be required of you to master expireds is work on your skills and how you think your presentation skills your handling objection skills and these skills that you're gonna Master this year as you take these new listings are yours forever for the rest of your real estate career and many of these skills are applicable to a lot of different prospects and and different situations you're gonna find yourself in real estate now expired they are the single best source of immediate listings why because you are talking to people who want to sell their houses their houses for sale up until yesterday they expired today and they're willing to pay a commission to a real estate agent unlike for sale by owners which I also love but physicals were a different conversation and 40 to 50 percent of expired listings relist their houses within three days they're back in the MLS with a real estate agent and that agent can be you so here is exactly step by step how you're gonna make this happen so again bear with me here okay because I'm gonna say certain things well but how do I do that and what do I do hang in there okay there are let me see 14 steps on this list so you'll get it all here's Number One You're Gonna spend 30 minutes at 7 30 a.m 7 30 to 8 am practicing the expired script the expired objection handlers and closes how to ask for the appointment 30 minutes every day Monday through Saturday practicing scripts at 8am you are gonna be on the phone and you're gonna do this Saturday you're not gonna work all day okay Saturday it's gonna be an abbreviated day probably until noon or so Monday through Friday is going to be more of a full day and certainly you're going to be setting appointments and going on appointments in the afternoon at 8 A.M you're gonna call all of the new expireds new ones for that day only the ones for that day yesterday's expireds they're not new today they were new yesterday today they're old after you call all the new expireds you are going to call the old expired old meaning now yesterday's chronological order backwards so yesterday the day before yesterday the day before yesterday the ones that you weren't able to reach you're not just gonna call you're gonna do a lot of different things hang in there I'm gonna tell you what so the first thing is the new ones and then the old ones in chronological order probably up to two months you're gonna need a system because you're calling yesterday's mini the ones you couldn't get a hold of when they were brand new there's a critical word you want to write down to master expireds and that word is urgency you gotta have a lot of urgency to get a hold of them as soon as they expire for obvious reasons the 40 to 50 percent released within three days and you call them a week later a large percentage will have already listed so you need to make every effort you can to be one of the first ones to speak with that expired after you call the new ones and the old ones and let's say you could call up to two months okay you're gonna go door knock only the new expires the ones for today so you're gonna go door knock the ones that you couldn't speak with over the phone if you already spoke with them you don't need to go to the door unless you set an appointment with them you're gonna go to that appointment so you're gonna door knock the ones that didn't answer the phone today and the ones that you don't have a phone number for and the ones that are on the do not call list okay so you you create a route that makes sense so if they're they're five expireds in this area of town you're not gonna go here and there and back and forth you're gonna go to all of these then you do something that make sense go knock on their door what if they're not at home what do you do I'll tell you in a minute when you get back into your office depending on what time it is you could take an hour for lunch I don't know what time it'll be it depends on your market and how many expireds you have when you get back into the office you're gonna make a second attempt to reach the new expires that didn't answer at 8 AM and that didn't answer the door second attempt of the day and between six and eight pm you're gonna make a third attempt on the new expireds that you still couldn't reach earlier in the day by phone or at the door this is Step number two I'm gonna give you a script and also hang in there Step number three you're gonna let the phone ring four times four rings they don't answer hang up if a voicemail picks up buy the fourth ring you're going to leave a message I'll tell you what the message is in just a minute there are many reasons for this you don't want to let the phone ring for very very long you get distracted they're not likely to pick up anyway you're wasting time it's inefficient step number four if the expired is not home you're gonna leave a flyer you gotta create a flyer and this flyer is gonna have the script on it I'm gonna give you the script right now I'm gonna give you the script for the phone call the script if you're leaving a message by the fourth ring and then I'll tell you what to actually write on this flyer so when you dial the phone the experience is the phone hello here's the script hi this is Jackie I'm a local real estate agent I'm sure you know your house came off the market today and I'm calling you because I am confident that I can sell your house and I'd like to meet with you for just 20 minutes and show you exactly how I can do that for you are you available today at three o'clock or would four be better for you that's it done that's it so now there's nothing else to the script okay this is not like all these other scripts that you see out there that have 10 questions that nobody wants to answer and they make no sense this is the script one of two things will happen when you use the script they may say okay come over at four o'clock my clients have that happen on a regular basis and some of them because I've talked to this clients like oh my gosh I wasn't I just started calling expires I didn't expect him to say come over for a clock because that can happen another thing that can happen the other option is they'll give you an objection if they give you an objection you're gonna handle that objection you're not gonna go ask oh if you had sold the home where were you moving uh they just gave you an objection it makes no sense for you to ask a question that they have no interest in answering you so that is the script now if you're gonna leave a message you leave a message with the script hi this is Jackie I'm a local real estate agent I'm sure you know your house came off the market today I'm confident that I can sell your house please give me a call my number is blah blah blah thanks look forward to talking to you soon that's the message if you're gonna then you go to the door they're not home you're leaving a flyer I actually wrote this down it's the same script but I actually wrote a downward for word dear homeowner I specialize specialize in selling houses that other agents couldn't sell and I am confident that I can sell your home quickly and for top market price it would only take 20 minutes for me to show you exactly how I can do that for you please call me at blah blah blah so we can schedule a 20-minute meeting I look forward to hearing from you soon that's it short and sweet your contact information make sure it looks professional you should use a letterhead obviously something that looks good easy step number five use an effective script I already gave you the script why is the script so short listen to this expired listings especially these new expireds which is where you're going to put your focus with urgency they're frustrated why because they were on the market for six months and the house didn't sell They Don't Know Who You Are they're not happy with real estate agents in general because their last agent failed them and didn't do the job and they're getting bombarded with calls from real estate agents on the day they expired trust me they don't want to sit on the phone and be interrogated with all these questions speaking with someone who they don't know you need to be straight to the point direct and learn how to deliver the script in a powerful conversational way and handle any objections they throw at you here's Point number six you need to stand out yes a lot of agents are calling expired you know why because these all all these agents know that expires are the best source of immediate listings that exist that's why if it was not good nobody would be calling them you cannot sound like everybody else and look the script is critical but how you really stand out is how you deliver the script you gotta have a lot of energy and speak confidently when you say I am confident that I can sell your home you need to sound confident you can say I am confident that I can sell your house the what you're saying and how you're saying don't match the audio and video don't match it's weird and when you say stuff that's weird they get weird when if they you know if the audio doesn't match what you're saying they're listening to it thinking um confidence sounds good but uh this agent doesn't make me feel confident at all so you gotta practice this is why you practice for 30 minutes a day so you can deliver the script in a confident Manner and remember motivated Sellers and this is why sounding confidence so important motivated sellers are looking for a confident aggressive agent they're not looking for Passive wishy-washy hesitant no one is especially an expired listener who already wasted six months so you know what fake it till you make it here's step number seven you have to master the art of mimicking and matching expired new expireds are generally frustrated I say new because when they're a little bit older if they expired you know a week ago or a month ago whatever they're already they're fine they're not their phone is not ringing off the hook every second with a real estate agent so they they're normal more normal new expired they're not they can be angry sometimes even hostile you need to mimic and match their emotion they're angry you need to sound angry with them and that first line in the script until they they feel comfortable and then you can lead them but the first line you have to match their emotion their rate of speech and the volume of their voice those are the three most critical most important and actually easiest ones you could practice this with everyone everywhere so what this sounds like is if they answer the phone hello I go hi this is Jack in my local University or you could even say hello if they answer hello or hi you match that too I'm not so concerned about that although it's good to do the emotion is more important so hello this is Jack I'm a local real cities match it because people like people who are like themselves subconsciously when you match their rate of speech their volume their emotion they feel comfortable with you they don't even know why but they do and when you think about it the opposite is also true if somebody calls you let's say you're agitated you're really busy and you answer the phone hello and they go uh hi this is Jackie I'm a local real estate agent you have no patience for that you immediately like out and the opposite is true somebody answers the phone or somebody calls you and you go hello because you're all relaxed and they go hi this is Jackie they freak you out so matching mimicking and matching to diffuse their initial frustration is critical and you do that as you deliver the first line or the line on the script step number eight focus on setting appointments not on getting leads this may be very different than what you've been hearing from all different coaches out there you have to have the mindset that you're talking to them to set an appointment right now whether you're calling you're at the door I don't care you need to focus on appointments because if you are not the first objection they give you you go okay I'll call you back in a week or a month or whatever and a very common expired objection is I'm not selling anymore so if you're are for I'm I'm I'm not gonna sell for six months and you're thinking that these are going to be leads you're like oh okay well you know I'll check back with you in the future that's it and then you call them back a month later and you find out they listed with somebody else two days after you talk to them and you're scratching your head why listen they're likely to tell you they're not selling anymore they're frustrated they don't know who you are they're already upset in general with real estate agents they're being bombarded by phone calls it's a natural response it's a it's it's a reaction to get rid of most real estate agents so understand that and don't believe them when they say they're not selling anymore because 40 to 50 percent of them within three days are gonna be relisted even though they told you they're not selling anymore step number nine ask for the appointment at least five times on every call and every conversation eighty percent of the yeses you will get come after asking five times and this is a huge mistake for a lot of real estate agents they stop just short of getting a yes and unfortunately many real estate agents especially new ones new agents they ask once the seller says no and they're like oh okay eighty percent of the yeses after five closes step number 10 follow up on any leads that you may get so what is the lead a lead is different than a prospect a prospect is someone you've never talked to before first conversation they're a prospect you talk to them once and now you call them again second time now they're a lead you've already spoke with them you were unable to set an appointment and you need to follow up follow up on all of your leads twice a week expired listings are not long term leads they're short-term leads and you need to be focused on closing for appointments and getting in front of them as soon as possible because they re-list fairly quickly Point number 11 spend an hour a day practicing your listing presentation sometime in the afternoon when you an afternoon you don't have appointments or even if you have appointments you could fit in one hour to practice and master your listing presentation the number one question that expires are gonna have for you at the listing appointment so you know and you could be better prepared what are you going to do differently to sell my house because they certainly don't want most more of the same because the same thing even if it's the same age and will produce the same results so what are you gonna do differently to sell my house and do I believe in what you're saying to me so you gotta sound believable you gotta be confident because when you're confident you instill confidence in them Point number 12.

focus on speaking with a minimum of 10 people per hour so 10 conversations or 10 contacts per hour a contact is speaking with an adult about selling real estate so if a kid answers the phone a five-year-old oh my mommy is not home that's not a contact if you don't take a listing the first or second week that you start doing this don't judge your results like oh this doesn't work because you've done it for a week and doesn't work now could you take a listing from an expire the first day you call absolutely I have seen dozens if not hundreds of Agents brand new never called getting a listing right away so it may happen to you but it may not so don't make a judgment on whether whether this works or not just based on a week or two you have to track your numbers which is actually Point number 13.

track what you're doing how many hours you're putting in how many people you're talking to how many appointments you're setting how many appointments you're going on how many you're listing how many you're selling you track your numbers and you're gonna actually Lee look at your numbers like a big picture after three months you could look at the collective numbers for three months and then you could see if any changes are necessary Point number 14. decide to have fun because taking listings is fun mastering your skills is fun and the more fun you have the more money you make if you are miserable while you're doing your job every day nobody wants to do business with someone who is miserable who's uptight who's always stressed out you do what you're supposed to do you practice every day you follow what I asked you to do and expireds are a gold mine a literal gold mine that's why you think well there's a lot of competition aha it's as I said earlier if they weren't a gold mine nobody would be calling them put all I'm repeating your energy and focus on expireds which means that you're not going to work with buyers because you're you you know to do this is gonna take a lot of energy it's going to take a lot of your time to do what I asked you to do if you're running around with Buyers you're not going to be able to master this and buyers are extremely time consuming and if you if you're brand new you don't know this yet but if you start putting your energy on buyers you're gonna find out very quickly that it's not worth your time I've been in this business for 26 years so I I never worked with Buyers but believe me a lot of my clients haven't and they get extremely frustrated and they're like that's it I want to work with listings so no working with Buyers don't go hold open houses for other agents you know other agents experience you should hold an open house for me sure it's beneficial for them it's going to take a lot of your time and energy their long-term leads people that walk in open houses the majority are buyers they're not even buying right now future buyers neighbors they want to see what's for sale in the area so don't do any of that and the last thing I want to say to you and you may be thinking about this is well I need to learn like the contracts and the paperwork and the systems in my office office and my broker said you know I got all these classes and things I need to learn listen carefully do what I'm asking you to do because yeah you need to learn paperwork and contracts and systems in the office but none of those activities will make you money learn how start making money learn how to master master these expired so you can be start producing income taking listings and making money and you learn everything else as you go which is totally fine when you start bringing listings every week into your office believe me your broker is going to be thrilled he'll help you or she he or she will help you with everything you need you need to make money otherwise you're not going to have longevity in your real estate career again expireds are amazing so are for sale by owners 2023 is just a perfect market for you to master expireds I look forward to hearing about your success make sure you like the video comment below let me know if you have any questions and subscribe to the channel we're uploading new videos every single week I will see you soon